MCA Lead Management 1 — Questions and Answers
Question 1: What is CRM?
- Customer Relationship Management — software for managing customer interactions (Correct answer)
- Customer Revenue Management
- Central Resource Monitor
- Certified Risk Management
Correct answer: Customer Relationship Management — software for managing customer interactions
CRM systems help businesses manage customer interactions, track relationships, and streamline sales and marketing processes.
Question 2: What is lead scoring?
- Assigning numerical values to leads based on their likelihood to convert (Correct answer)
- Counting the total number of leads
- Ranking leads alphabetically
- Scoring sales team performance
Correct answer: Assigning numerical values to leads based on their likelihood to convert
Lead scoring ranks prospects based on behaviors, demographics, and engagement, helping sales teams prioritize the most promising leads.
Question 3: What is marketing automation?
- Using software to automate repetitive marketing tasks like emails and social posts (Correct answer)
- Hiring robots for marketing
- Manual marketing only
- Outsourcing all marketing
Correct answer: Using software to automate repetitive marketing tasks like emails and social posts
Marketing automation uses technology to automate repetitive marketing tasks, nurture leads through the funnel, and deliver personalized content at scale.
Question 4: What is an email open rate?
- The percentage of recipients who opened an email (Correct answer)
- The speed at which emails are sent
- The number of emails written
- The cost per email
Correct answer: The percentage of recipients who opened an email
Email open rate is calculated by dividing the number of unique opens by the number of delivered emails, indicating how effective subject lines and sender reputation are.
Question 5: What is A/B testing in marketing?
- Comparing two versions of content to see which performs better (Correct answer)
- Testing products A and B
- Grading marketing campaigns
- Alternating between two strategies randomly
Correct answer: Comparing two versions of content to see which performs better
A/B testing (split testing) sends two variants to similar audiences and measures which performs better on a specific metric, enabling data-driven optimization.
Question 6: What is customer segmentation?
- Dividing customers into groups based on shared characteristics (Correct answer)
- Removing customers from a database
- Rating customer satisfaction
- Counting total customers
Correct answer: Dividing customers into groups based on shared characteristics
Customer segmentation divides the customer base into groups with similar characteristics (demographics, behaviors, needs), enabling targeted marketing strategies.
MCA Lead Management 1
What is CRM?